How to Stop Fighting Step #5 Effective Negotiation

Effective Negotiation

Sometimes, however, the interests are not reconcilable because there simply isn't enough to go around.

In that case, effective negotiators will fall back on their general understanding of "fairness" to figure out a solution that divides up what is available as fairly as possible.

Good negotiators always know two things: their BATNA and their ZOPA.

• BATNA = Best Alternative to a Negotiated Agreement
• ZOPA = Zone of Possible Agreement

Your BATNA is the best outcome you can expect if you do not reach an agreement in your negotiation. It is not your ultimate desire -- what you want that they will NEVER go along with -- it's what you'll get if you don't agree to anything.

If you can agree to something better than your BATNA, then you should accept the agreement.